Director, Strategic Pursuits, APAC

About the Department
Account Executives, Solution Engineers, and Customer Success - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The Revenue team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.
What You'll Do
As a Director, Strategic Pursuits, you will build and operate a specialised motion that identifies, wins, and expands a focused set of strategic accounts through executive alignment, architectural influence, and disciplined multi-year account planning. This will involve creating a repeatable engine where a small number of deeply embedded customers drive a disproportionate share of APAC enterprise revenue, expansion, and market credibility. The outcome is more durable revenue, faster expansion, and stronger competitive positioning. A mature Strategic Pursuits motion transforms the APAC business from opportunistic growth to durable, platform-led scale & is a structural growth lever designed to shape the future revenue profile and market position of the APAC business.
Key Responsibilities
Strategic Oversight & Direction:

• Own the strategy & successful execution of strategic engagements & pursuits across APAC.
• Lead the strategic pursuits team & provide oversight & guidance to Strategic AEs across APAC.

Revenue Growth :

• Drive large, multi-year, multi-product deals that improve ARR durability and lifetime value.
• Create structured expansion pathways across products, business units, and geographies.
• Secure lighthouse customers in priority industries, improving win rates across the broader enterprise segment.

Strategic Accounts Program Execution :

• Directly oversee & drive successful execution of Strategic Accounts Program, ensuring effective adoption of its methodology & deliverables across all strategic accounts.

Executive Alignment :

• In partnership with Area VPs, be a trusted advisor to C-level stakeholders, aligning Cloudflare's platform with customer business outcomes, acting as an executive sponsor for key pursuits.
• Senior alignment to unlock customer executive access and prioritise these accounts internally.

Cross-Functional Alignment:

• Lead collaborative efforts with Business Value Architects (BVA), Solution Architects, and all Go-To-Market (GTM) functions, ensuring regional targets are aligned with clear supporting model engagement.
• Partner with the Solutions Engineering team to ensure technical depth & strong SE/architecture capability to shape long-term customer design decisions.
• Drive robust commercial flexibility & deal support that enables multi-year, multi-product structures aligned to long-term platform strategy.
• Partner with the Customer Success organization to ensure ready capacity and structured post-sales engagement to ensure adoption, value realisation, and expansion readiness.
• Ensure strong Product and Roadmap Alignment & tight feedback loops so strategic customer requirements inform roadmap and positioning.

Key Requirements
Who You Are

• 10-18 years of experience in enterprise sales consulting in the Cloud, Security or Platform SaaS business environment
• Demonstrated ability to sell into large, complex, competitive opportunities that materially impact revenue, market entry or logo acquisition
• Regular C-level engagement with established relationships with C-level executives across our most strategic Enterprise customers
• Strong analytical and execution capabilities.
• Excellent written, verbal, and executive-level communication skills.
• Proven ability to lead cross-functional teams and influence stakeholders without direct authority.
• Experience in cloud, cybersecurity, networking or SaaS environments.
• Familiarity with Sales, Customer Success, Solutions Engineering and Partner motions.
• Experience across most markets in APAC.

You should also demonstrate key leadership behaviours

• Ownership: Operates like an owner; builds for long‑term scale.
• Bias for Action: Moves fast and delivers results.
• Dive Deep: Uses data to find root causes and real signals.
• Earn Trust: Builds credibility through clarity and delivery.
• Deliver Results: Raises the bar and drives high‑impact outcomes.